Job Description

Role Purpose
To achieve distribution, display, and sales objectives (Primary & Redistribution) through effective management of Modern Trade, Key Accounts, and merchandising operations within the company's guidelines.
Key Accountabilities / Responsibilities
1. Financial
Drive Primary & Redistribution Sales for the MT channel.
Implement & monitor TOT conditions with MT chains.
Execute and track Modern Trade initiatives - promotions, visibility plans, in-store activations, and new launches.
Monitor and ensure fill rates and collections as per agreement terms; take corrective action on deviations.
2. Customer
Ensure display, merchandising, listing, and stock availability across MT stores.
Conduct regular reviews with individual MT chains for business growth.
Ensure distributor claims are submitted & settled on time.
3. Process
Maintain commercial hygiene - payment follow-up, debit notes, reconciliations.
Ensure retailer claims are processed as per TOT, routed through RDS, and tracked.
Responsible for PO amendments, GRN follow-up, and end-to-end stock placement.
4. People
Induct, train, and develop Merchandisers & RDS teams.
Review and supervise merchandiser performance regularly and provide feedback.
Key Deliverables
Achievement of sales targets (revenue & volume)
Strong account management and chain-level relationships
Effective collaboration with marketing, supply chain, and commercial
High visibility & store execution score
Timely claims settlement and commercial hygiene
Key Interactions
Modern Trade HO Teams
Customer Trade Marketing / Trade Finance
Field Officer Sales (FOS)
Commercial Team
Supply Chain & CFA Team
MT Chains - Buying, Finance, Supply Chain & Store Operations

Skills Required